乳清粉質(zhì)量索賠的談判

........i..w.i..w.乳清粉質(zhì)量索賠的談判賣方背景：果之一。其駐京代表處和荷蘭總部均予以高度重視。買方背景：世紀(jì)通進(jìn)出口公司〔以下簡(jiǎn)稱世紀(jì)通公司〕系綜合性進(jìn)出口公司，其母公司項(xiàng)重要的長(zhǎng)線業(yè)務(wù)。產(chǎn) 品：細(xì)菌、灰份等指標(biāo)要求很嚴(yán)格。飼料級(jí)的乳清粉，主要作為飼養(yǎng)乳豬的精飼料。為了加工需要，從其包裝運(yùn)輸要求上必需使其保持粉狀?？蛻絷P(guān)系：買方世紀(jì)通公司與賣方荷蘭飛利飼料公司系先從第三者處知道對(duì)方的經(jīng)營(yíng)業(yè)務(wù)。雖然第一次做生意，但決心均很大，在一個(gè)月中就簽訂兩份總計(jì)數(shù)量為400噸，18萬(wàn)美元的飼料級(jí)乳清粉合同，可以說(shuō)明雙方渴望在中國(guó)市場(chǎng)把該項(xiàng)業(yè)務(wù)做大。索賠事由：買賣雙方6月已簽了兩個(gè)合同，共400噸乳清粉。買方于當(dāng)月開(kāi)出兩份信用證。信用證條款要求，賣方第一批200715日前從荷蘭2008月31200〔9萬(wàn)美元8交涉。買方談判目標(biāo)：降價(jià)收進(jìn)。由于夏季雨水多，結(jié)塊現(xiàn)象會(huì)加重，應(yīng)爭(zhēng)取盡快完畢談判。賣方談判目標(biāo)：賣方在確認(rèn)質(zhì)量與責(zé)任的前提下，適當(dāng)降價(jià)或以換貨的方式賜予進(jìn)口方補(bǔ)個(gè)合同的連續(xù)履行。談判地點(diǎn)、時(shí)間： 中國(guó)，某年8月。要求模擬：談判組織〔人員調(diào)配及分工安排，談判方案的預(yù)備，談判主持及開(kāi)放。NegotiationontheClaimduetoWheyPowderQualityProblemThesellersbackground:HollandFillyFeedstuffCo.,Ltd(hereinafterreferredtoas“Filly”)isaprofessional feedstuff manufacturer that produces extractive feedstuff andaddictiveatlargescaleandtakesuparemarkablemarketshareinthedomesticmarketandtheEuropeanmarket.TheAsianmarketisoneofitstargetmarkets.Severalyearsago,itestablishedofficeinBeijing,whichactivelycontactstheagentsandendusersinChina.Foryears,duetothecontinuouseffortsof thisoffice,ithastakenupacertainmarketsharewithitsextractivefeedstuffandaddictive.ThewheypowderbusinesswithBeijingShijitongImportandExportCo.,LtdwasoneofthemostachievementsinitsmarketexplorationinChina.Forthisissue,itsofficeinBeijingandheadofficeinHollandpaymuchattentionto.Thebuyersbackground:BeijingShijitongImportandExportCo.,Ltd(hereinafterreferredtoas“Shijitong”)isacomprehensiveimportandexportcompanywhoseparentcompanyisalargemultinationalandthatenjoyshighreputationinthemarketsathomeandabroad.Itmainlycontactsthesectorsofagricultureandanimalhusbandryandimportsagreatamountofextractivefeedstuff.Especially,itimportsmuchwheypowderforbreedingofporketsfromEurope.Thedomesticusershaveapositivefeedbackonthewheypowderforbreedingofporketsitimports.Thisbusinesshasbecomeoneofitslong-termbusinesses.Product:Wheypowderisclassifiedintofoodandfeedstuff.Theformeroneismainlyusedfortherawmaterialforicecreamsotherequirementsarestrictwithitsacidity,bacteriaandgreyetc;the latteroneismainlyusedasthefeedstuffforthebreedingofporkets.Forprocessingpurpose,itmustkeepinpowderduringpackingandtransportation.Customerrelation:ShijitongandFillyknowmutualoperationstrengthfromthethirdpartyandshowrespectandcredittoeachother.Afterward,withtheofficeofFillyinBeijing,thefirstbusinessbetweenthemwasdone.Althoughitwasthefirstbusiness,thescalewaslarge,withinonemonth,theysignedtwofeedstuffclasswheypowdercontractswithtotalquantityupto400tandtotalamountuptoUSD180,000.Thisindicatedthatbothpartiesdesiredtohavelarge businessintheChinesemarket.Claimcause:InJune,thebuyerandthesellersignedtwocontractswiththetotalquantityupto400tandthebuyeropenedtwolettersofcreditthatmonth.Accordingtothetermsandconditionsofthelettersofcredit,thesellershoulddeliveryfirstbatchofgoods,i.e.200twheypowderbeforeJuly15fromRotterdamPort,whilethesecondbatchofgoods,i.e.200twheypowderbeforeAugust31.Infact,thefirstbatchwithamountuptoUSD90,000reachedTianjinPortinthemidofAugust,andthebuyerobtainedtherelatedbillsafteracceptingtopaythegoodsmoney,andtransacteddeliverypickupprocedures;however,whenopeningthecontainers,thebuyerfoundsomeofthegoodshadbeenagglomerated.Thebuyerimmediatelycontactedtheforwarder;afterexcludingthepossibilityofwaterpenetrationintotheshipandtheresponsibilityoftheinsurancecompany,thebuyerdeemedthatthiswasthequalityproblemandcontactedtheysellerforsuchissue.Negotiationtarget:Thebuyershouldlodgeaclaimtothecontractviolatorforreasonablecompensationinconformitywiththeusualinternationalpractice.Thesellermustargueonreasonablegroundtoreducethecompensationpressure,butthefollow-oncontractmustbefulfilledwell.Negotiationplaceandtime: BeijingChina;August,Simulationrequirements:Completenegotiationorganization(personnelarrangementandstaffing),preparenegotiationschemeandholdandhavenegotiation.........i..w.i..w.案例解析案例解析制細(xì)菌的生長(zhǎng)，這對(duì)仔豬安康有重要意義。合同接貨200噸乳清粉之后覺(jué)察，貨物已經(jīng)結(jié)塊，給自己造成了實(shí)際損失，這算的規(guī)定，在貨物裝船之前并沒(méi)有覺(jué)察結(jié)塊，依據(jù)“單單全都”和“單證全都”200雙方在談判的過(guò)程中很簡(jiǎn)潔陷入“公說(shuō)公有理，婆說(shuō)婆有理”的局面，事實(shí)上談........i..w.i..w.后話，查明這些都需要很多時(shí)間。這筆進(jìn)出口貿(mào)易合同一共400噸分兩次交貨，信用證是同一次開(kāi)的，第一批200噸貨物的